Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth. The SalesFit processes addresses the individual uniqueness of your organization and the candidate. The... Read More
For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few... Read More
Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates... Read More
If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?The starting point for strategic selling is figuring out a) which customers produce... Read More
There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale.However if we realize that we are always selling... Read More
I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call.Not only are those numbers abysmal, they are considered normal. In other words, bankers are expected to fail at least... Read More
An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals are a better value. You want all the products or services... Read More
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.My work... Read More
Be clear about where you are now. Audit your strengths and areas for developmentWhere do you want to be?What needs to be done to eliminate the gap between your dream and the reality?Prioritize ? Look for quick wins, consider those things which will have maximum long term impact. Build solid... Read More
A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth.com/free_articles.htm for a copy)Issue one - A poorly defined sales process. 82% of all CEO's said their sales organization had a... Read More
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1. LOOKING for a "quick fix" to close more sales... Read More
Your sales are down and leads are rare. The phone's... Read More
The temptation to use straight (100%) commission plans never goes... Read More
Your ability to write an effective and persuasive business proposal... Read More
There are four primary activities that successful salespeople engage in... Read More
One of the major issues that arises in managing a... Read More
Good sales people can close, but few "step up" for... Read More
It is very easy to fall into a trap with... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
Here's the scene. You're at the trade show, having a... Read More
What does it mean to be an "effective executive"? Well... Read More
Of the many mistakes small business owners make, a big... Read More
Sales managers frequently approach me for advice on how to... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More
I don't even like saying the word d---------g. I have... Read More
This is a quandary not unlike the chicken or the... Read More
Seeing the results of advertising your business can be like... Read More
I remember moving my family to Argentina as Vice President... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
Do you want to make more money?Yes, I guess that... Read More
If you really want to secure government contacts at the... Read More
No matter what you do, it seems, your employees do... Read More
In a classic business-to-business print ad from the late 50's... Read More
Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More
Be clear about where you are now. Audit your strengths... Read More
Do you need help overcoming sales objections? Do you sell... Read More
Targeting is the process of selecting high potential customer accounts... Read More
Help buyers discover the answers they need to understand and... Read More
I have searched for a new way to increase the... Read More
How you prioritize your sales territory management activities depends upon... Read More
Leadership, like class, is hard to define, but easy to... Read More
As spring moves to summer, the forecast should be for... Read More
Imagine you run a pizza parlour. You have all these... Read More
In the last issue I shared with you a technique... Read More
One of the most asked questions I get is how... Read More
Your ability to write an effective and persuasive business proposal... Read More
To put it mildly most companies sales forecasting just isn't... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
In today's competitive environment, every organization is trying to improve... Read More
There's a new year beginning now - the school year.... Read More
Business can be like war sometimes.You may have to fight... Read More
As a group of sales trainees took a break from... Read More
Your sales are down and leads are rare. The phone's... Read More
I recall a heated discussion with a sales director some... Read More
Recently I stumbled across some notes that I had kept... Read More
You've probably heard of focus groups. It's a tool that... Read More
Increasing Sales by using Coupons. Will it help your business?... Read More
In the 30-plus years I spent working in advertising and... Read More
Business executives and sales managers frequently bemoan "80/20" performance on... Read More
I was in the depths of a major depression. As... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
Question: What do the following have in common?- I spend... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
Where is our success? Although there have been improvements, over... Read More
I have received a number of requests for advice from... Read More
TIME, MONEY, HASSLE - You can make a sale on... Read More
Do you know anyone who regularly wins bids? Or can... Read More
In part two we will discuss overcoming objections, which credit... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
What are you and your company's services and products worth... Read More
Corporate videos are an important sales tool that can often... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
If you want to maximize your sales performance, take a... Read More
How you prioritize your sales territory management activities depends upon... Read More
It's a fact - the online world dies down in... Read More
Sales Management |